Distributor Management Manager

The Distributor Management Manager is the key role to lead the team responsible for creating and executing the distributor management strategy which is aligned with tesa China short to long-term strategy to support business growth and drive distributor value creation. Distributor management covers the whole distributor life-cycle, from defining business model, distributor selecting, distributor on-boarding, distributor managing, distributor phase-out, channel switch and pricing management.

Channel Management & Optimization

• Deeply understand the regional short-term to long-term strategy, develop and implement the regional distributor management strategy to support the business growth and achieve the business goals & objectives
• Strong business insight for different business model, lead the team to differentiate the BU‘s distributor management strategy with tailor-made approaches
• Lead the team to analyze the distributor-related data impact regularly, take initiatives to improve the processes, policy and procedure continuously
• Workout the holistic view of customer profitability with clear drivers, regularly analyze customer profitability and provide fact-based solutions to BU, lead team to execute and follow-up based on the alignment
• Manage the potential channel conflict to eliminate the systematical risk
• Ensure 100% compliance

Distributor Management

• Lead team members to implement channel management policies, and optimize channel management strategies and policies according to the actual situation of each BU
• Lead the team to take the initiative to establish a regular and efficient communication mechanism with the internal and external stakeholders, timely understand, update and objectively feedback the situation of the regional distributors status and the upstream and downstream value chains, identify, initiate and sponsor the key projects
• Work with team members to clearly define and align the role and expectation of distributors with each BU, motivate dealers to create value, and actively drive the optimization of each BU channel
• Set-up distributor project registration mechanism to enhance project collaboration between tesa and dealer/distributor, recognize distributor value and lead the team to manage channel conflict proactively
• Build-up and optimize the distributor performance management system, including but not limited to distributors' scorecard, end-user satisfaction survey, etc., Lead the team evaluate the distributors' performance objectively and comprehensively, take the initiative to define the improvement items with the sales team, support and supervise the distributors' improvement through business and efficiency level continuously, drive value creation, and promote the distributors' survival of the fittest
• Visit selective distributors and end users, grasp key distributors and key value chains, assist team members to solve difficult problems, promote healthy and sustainable development of channels
• Grasp the market and business trends, put forward professional channel management opinions and suggestions for BU business development and operation efficiency improvement
• Responsible for regional compliance management of distributor​

Pricing Management

• Build-up and set-up the pricing management system via the Customer Collaboration Platform (CCP)
• As the process owner to design and optimize the pricing management process
• Lead the team to review and analyze the pricing data impact regularly, identify the potential pricing improvement opportunity and have alignment with leadership team, transform the opportunity to business growth
• Identify the potential price increasing opportunity, lead the team to support the business to achieve the annual price increase target

Team Leadership and Management

• As the team leader to establish, develop and manage the tesa China Distributor Management team to achieve the annual goal & objectives
• Set-up the annual KPIs to the team and engage all of the team members to work for the results to achieve the good performance at the end of the year 
• Develop teams by offering coaching and mentoring, motivate team members to keep passion to the work
• Cooperate with the key stakeholders to design and set-up the career roadmap of distributor management, and implement for the internal talent development.
• Identify the team talents with clear definition of the advantages and talent gaps, generate and implement the talent development plan
• Cooperate with the key stakeholders to initiate and develop the succession plan of owned team, identify and cultivate the successors for key positions of the team
• Lead the team culture evolvement, develop the team culture based on the tesa People Value

• Bachelor degree and above, major in Marketing related will be a plus
• Additional Master of Business Administration Degree (MBA) will be preferred
• Min 10 years working experience in distributor management relevant
• At least 5 years team management experience
• Excellent speech and structured presentation skills, capability to communicate, cooperate and influence across departments and regions
• Excellent problem solving skills, can lead the team to identify a variety of complex problems and present clearly, analyze the root reason with good analytical skills and business acumen, and can coach team members to solve the difficult and complex problems
• Highly self-motivating, open minded and diligent attitude
• Strong willingness to grow and step out of comfort zone with own initiative, proposal and drive the decision-making
• Good conflict management capability, can identify the key issues of the conflict and provide the constructive solution to achieve alignment
• Excellent risk management sense, strong capability to identify the potential risk and lead the team to eliminate
• Excellent English communication skill in written and oral, good sense for cross-culture communication
• Good project management skills, PMP certification will be a plus
• Business travel is needed, should be flexible to travel regularly

At tesa, we create adhesive solutions that improve the work, products and lives of our customers.

How we do it? At tesa, we dare to create! Therefore, we team up, we challenge ourselves and we set the pace. But we don’t just do that somehow. We act responsibly and always focus on our customers. Because only then we are able to achieve our goals and continuously improve our results.

We are an Equal Opportunity Employer and regard diversity as important for our long-term success. We expressly reject all forms of direct and indirect discrimination. All qualified applicants will be equally considered for employment regardless of their national origin, background, personal preferences and believes.

By applying you consent for the use of your resume for future opportunities within tesa.

If you want to find out more about tesa please visit us on our corporate web-page www.tesa.com and social media.

• Attractive remuneration（annual bonus, allowance, supplementary provident fund）
• International work experience, cross-departmental career opportunities
• Flexible working culture
• Training and development program tailored to your needs
• Exciting and varied corporate activities

Please follow the below address to submit your resume: [Lin.Liu@tesa.com]